MAR-201: Dynamics of Selling

Course Description

This course focuses on the factors involved in effective selling. It provides conceptual and hands-on practical guidance using both models and frameworks that support the sales planning process combined with role-playing scenarios. Emphasis is on the development of the sales mindset, sales/sales call planning, and sales execution for both the sales professional or business owner. Topics include understanding buyer personalities and communication preferences, the B2B and RFP buying process, application of psychological and persuasive selling techniques, methods of conducting the sales presentation, and territory/account structure and management.

Prerequisites

BUS 104 OR BUS 110 with a C or better.

  Register for this Course

MAR-201 Sections for Fall 2025

With the following scheduling option(s)

1 Section Offered

MAR-201, Section SL1

CRN #13048
Online/Virtual Campus (asynchronous)

Instructor(s)

Kathleen Borbee

Seats Remaining

17

Already on Waitlist

0

Scheduled Meeting Times

TypeLocationDate(s)Day / Time
LectureOnline
Aug 25th, 2025 – Dec 13th, 2025N/A
Type Lecture
Location Online
Date(s) Aug 25th, 2025 – Dec 13th, 2025
Day / Time N/A